Presentación de PowerPoint · 2021. 2. 18. · Agenda . Schedule . Content . Speaker . 8:30-10:10...

Ricardo Currás CEO DIA Group

Agenda

Schedule Content Speaker

8:30-10:10 1st SECTION: EFFICIENCY AND FRANCHISE; KEYS FOR SUCCESS IN «PROXIMITY» STORES

Welcome and introduction

10:10-10:30

Being efficient in proximity

Franchise: a key differentiation feature in proximity

Coffee break

Ricardo Currás, CEO

Julián Villena, Supply Chain Director DIA Group

Antonio Coto, Executive Director LatAm & Partnership

10:30-12:40 2nd SECTION: HOW TO GROW IN PROXIMITY

Driving Like-for-Like sales growth

1) Loyalty Programme

2) Private label

Juan Cubillo, Commercial Director DIA Group

Luis Martínez, Commercial Director DIA Spain

Miguel Guinea, Commercial Director DIA France

Diego Cavestany, Operations Executive Director DIA Spain

Amando Sánchez, CCO

Ricardo Currás, CEO

DIA Fresh -> DIA Market -> Airport / Hotel

DIA Market -> DIA Fresh -> DIA Maxi -> Airport / Hotel

Incremental opportunities in proximity

Financial overview

Closing comments

12:40-14:00 Lunch

14:00-16:00 approx.

14:00-17:00 approx. Stores teach-in (short-version)

Stores teach-in (long-version)

Q & A

Consumers love 2P food retailers

Why do you choose a store to buy food ?

Price &

Proximity

Quality offer

Service

Variety

Good prices and offers

Value for money

Proximity

Food retailers aim to be in the 2P business

Tesco "Tesco has indicated that it expects net selling space increase…... as it focuses more on formats offering convenience“

Walmart "WMT small formats offer competitive advantage and flexibility"

Sainsbury "Growth in convenience remains on-track with 49 stores opened in H1 in line with targeted 1-2 stores per week”

Jeronimo Martins "Convenience and discount continue to be the most powerful themes in Food Retail"

IS DIA IN THE 2P BUSINESS?

2. DIA strategic evolution

1. Great progress since listing

1. Great progress since listing

Great progress made since July 5th 2011

• Earnings growth delivery every quarter

• Building on our strengths: Franchise, Private Label, Cost Efficiencies, Price Image

• More growth in Emerging

• Reinforced position in our key markets

• Generation of new growth opportunities: Fresh & Schlecker

Uniquely positioned to lead the growth of proximity retail

Earnings growth every quarter

FORECASTED 2012 ADJUSTED EBITDA GROWTH MARKET CONSENSUS

Delivering results….

Source: DIA

… and building credibility

143.4

181.2

113.5

147.1 155.1

138.7

153.8

106.8

144.7

152.7

0

20

40

60

80

100

120

140

160

180

200

Q3 2011 Q4 2011 Q1 2012 Q2 2012 Q3 2012

Actual

Consensus

Adjusted Ebitda

+3.6%

+17.8% +6.3%

+1.6%

+1.6%

Jun 2011 Sep 2011 Dic 2011 Mar 2012 Jun 2012 Sep 2012

2.3%

3.7%

2.6%

3.9%

4.9%

7.2%

Building on our strengths

Franchise Franchises / Total stores

Private Label

Cost Efficiencies Op costs / sales

Price Image N 1

16.5% 16.1%

15.7%

2009 2010 2011 2012E

15.9%

15.5%

9M 2011 9M 2012

+ 648

34.4% 35.7% 37.8% 38.6% 40.2% 41.1%

2,223 2,360 2,584 2,632 2,783 2,871

Emerging Western Europe

PL share Market <10% <40% PL share DIA >35% >55%

Q2 2011 Q3 2011 Q4 2011 Q1 2012 Q2 2012 Q3 2012

Growth in Emerging Markets

EMERGING (w/o FX)

Brazil + Argentina (w/o FX)

LFL growth

Total sales growth

N stores at end of period

Q2 2011 Q3 2011 Q4 2011 Q1 2012 Q2 2012 Q3 2012

Q2 2011 Q3 2011 Q4 2011 Q1 2012 Q2 2012 Q3 2012

14.9%

23.9%

15.5%

22.9%

16.1%

24.4%

16.1%

25.2%

14.5%

22.7%

14.2%

23.1%

2,263 2,378 2,537 2,537 2,591 2,623

18.2%

25.2%

19.1%

23.9%

19.0%

25.1% 21.2%

29.9%

18.5%

27.7%

18.4%

29.6%

872 906 975 989 1,011 1,050

Reinforced position in our key markets

Iberia

• Leading price position

• LFL improvements

• New growth opportunities

• Schlecker • Fresh • Rural franchise

• Rebranding to DIA completed

• Sucess of cost reduction programs

• Good progress on franchise

France

Generation of new growth opportunities based on DIA strengths

In less than 18 months, DIA has generated 2 new growth avenues

Specialist

Proximity

Discount

Synergies

Franchise

Growth

2. DIA strategic evolution

1. Great progress since listing

2. DIA strategic evolution

Emerging Western Europe

Loyalty Program

Quality Private Label

Franchise

Lowest Prices

Proximity specialist

Rising oil and energy costs

Ageing population

Reduction of income

Increase of purchasing frequency

Increase of urban population

Rise of middle class

Higher personnel costs

Low cost operator

Loss of allure by larger boxes

Improved scenario for 2P business

• More Capex to our growth regions

• Constant commercial format update

• New regions and opportunities

• 2013, a decisive year

DIA strategic evolution

64.4

89.3

2011 2012e

120.2

132.0

2011 2012e

138.9

74.1

2011 2012e

* 12Meuro lease accounting change is not included in France CAPEX

CAPEX evolution

+39% -47% +10%

IBERIA BRAZIL and ARGENTINA FRANCE

IBERIA FRANCE* EMERGING

2011 2012E

More capex to our growth regions

2012 Remodeling

CAPEX e DIA Market I and II Roll Out

DIA Maxi I and II Roll Out

119.3 M€

DIA GROUP LFL (w/o FX) IBERIA LFL

1.80%

3.40%

2011 9M 2012

0.20%

2.20%

2011 9M 2012

Constant commercial format update

São Paulo

Rio Grande do Sul

New region in 2013 MINAS GERAIS

New master franchise region from October 2012 SALTA

Argentina Brazil

Faster growth in Brazil and Argentina ….

Two new growth avenues • Investing in Fresh from Q4 2012

• Redesigning and remodeling

Schlecker in 2013

…. And more proximity in Iberia

2013, a decisive year for France, Turkey and China

SHANGHAI 150 million people

Launching DIA Maxi II

• 14th November 2012, first test

• Commercial offer, pricing and communication strong redesign

• Low investment

Faster expansion and sole focus on Shanghai

Assessing our right to grow profitably

France China

Turkey

DIA strategic evolution …DIA is the 2P RETAILER

DIA strategic evolution Let us show you that…

Julián Villena Supply Chain Director

Being efficient in proximity

QUALITY AND PRICE ARE CLOSER THAN YOU THINK

An efficient and integrated supply chain

Supplier Warehouse Transport Store

Cost reduction

Maximize on shelf availability (OSA)

Proprietary management system End-to-end scope

Proprietary management system

• “In-house” developments

• Common to all countries

• Process optimization

• R&D - New technologies

Innovation Information Technology

An easy and integrated supply chain

Same forecast system Promotions – Loyalty – Seasonality – Store planogram

Multiproduct Grocery – Refrigerated – Frozen - Perishables

Full-truck mode

Automatic

Suppliers Logistics Stores

Automatic order

Warehouse

Order/ Production plan

Automatic order Store

An efficient and integrated supply chain

• Collaborative model

• Merchandise flow

• Electronic data interchange (EDI)

Supplier Warehouse Transport Store

www.diaworldtrade.com

www.diasupplier.com

Collaborative program

Data-sharing Supplier Scorecard

100% DWT supplier Consumer demand follow-up

Performance review

98% DIA Brand transport through full-truck mode

Efficient logistics operations

Technology EDI messages Orders > 80% Invoice 90%

An efficient and integrated supply chain

• Flow & Central Warehouses

• Voice picking • ABC Layout

• Collaborative model

• Merchandise flow

• Electronic data interchange (EDI)

Supplier Warehouse Transport Store

Bring warehouses closer to stores

Flow warehouse

Store network

Flow Warehouse

SPAIN Warehouses 18 Avg. Surface 22,000 m2

# SKUs 2,000 Days of stock 7

Bring warehouses closer to stores

Store network

Flow Warehouse Central Warehouse

SPAIN Warehouses 18 Avg. Surface 22,000 m2

# SKUs 2,000 Days of stock 7

# warehouses 2 Avg. Surface 5,000 m2

# SKUs 1,675 Days of stock 8.5

Technology applied to productivity

100% DIA stores

120

200

Retailers DIACases picked per hour

Source: Institute for Grocery Distribution (IGD)

+70%

Improved ergonomics in order picking

Fewer errors in orders picked

ABC Layout

PREVIOUS CIRCUIT

ABC Layout

NEW CIRCUIT

FMCG

An efficient and integrated supply chain

• Flow & Central Warehouses

• Voice picking • ABC Layout

• Collaborative model

• Merchandise flow

• Electronic data interchange (EDI)

• Multiproduct truck

• High capacity formats

Supplier Warehouse Transport Store

Transport

Maximize OSA

Madrid 280

Lisbon 240

Paris area 247

Istanbul 446

Buenos Aires 160

Sao Paulo 200

Shanghai 321

city # stores

One truck - all the products

Multi temperature Multi store

Increasing our load capacity

Δ 15 % load capacity

An efficient and integrated supply chain

• Proximity net of stores

• Cash productivity • Replenishment

productivity

• Flow & Central Warehouses

• Voice picking • ABC Layout

• Collaborative model

• Merchandise flow

• Electronic data interchange (EDI)

• Multiproduct truck

• High capacity formats

Supplier Warehouse Transport Store

325m.

Cash productivity

Hardware

Software

• Parallel printing in multi-tasking • Fewer keys for the same function

Checkout

• 90º cashier position • Adapted to the average proximity basket

+ + Customized keyboard Bioptic scanner Multicode EAN

Sell-Ready Packaging

Lighting evolving to LED technology

• >50% drop in consumption • Long useful life

• Investment 10,000,000€ • Annual saving: 5,280,000 €

2012

DIA is the first company to develop a large-scale LED project in Spain, Turkey and Portugal

…the ideal project

In summary

Network of flow warehouses

Store network and multifunctional personnel

Proprietary operating model

Logistics cost performance 2007-2012

5.19%

5.01% 4.96%

4.81% 4.81%

4.64%

2,007 2,008 2,009 2,010 2,011 E 2012

IBERIA - TOTAL COST

-10.6 %

% LOGISTICS COST / NET SALES

We can reduce logistic cost in the middle of a very difficult scenario

2007 2008 2009 2010 2011 E 2012

Antonio Coto Gutiérrez Executive Director LatAm & Partnership

Our Convictions

FRANCHISING

…is the best way to run proximity stores …must undertake a long journey before succeeding …is one of our main competitive advantages

From wholesaling to franchising

From wholesaling to franchising

Learning from a traditional supermarket

• Family operated • Longer operating hours & no holidays • Customized treatment of their clients • Cash-based business • Another way to look into the P&L

French franchisees

The start of a long and bumpy journey

DIA´s 1st franchised store Tarancón town

78 KM

Company Operated

Company Owned Company Operated

COCO

Franchise Owned Franchise Operated

FOFO

Company Owned Franchise Operated

COFO

Franchise Operated

Franchise Owned

Company Owned

OPERATOR

OWNER

2

3 1

Operating models

• Definition of a profitable business model.

• Strong brand strategy.

• Winning commercial proposition.

• Economies of scale in purchasing.

• Efficient operating standards.

• Innovation in store model.

• Extremely focused on results.

• High-performance team.

• Customers unique shopping experience.

• Enthusiastic DIA brand ambassadors.

• Flexibility to be a lower-cost operator.

The winning formula

DIA’s Input Franchisee’s Input

The franchise model perfectly suits proximity stores

Franchisee reduces operational costs:

• Personnel expenses

• Controlling shrinkage

• Operating costs DIA COSTS

OWNED STORE FRANCHISE

DIA EBIT

DIA EBIT

DIA COSTS

FRANCHISE EBIT

FRANCHISE COSTS

>

<

Cost & EBIT optimization

DIA’s

EBIT

COSTS

• Generate credibility as franchisor.

• Incentivize investment to increase know-how.

• Use as a lab when testing new ideas.

• Obtain a permanent source of franchisees.

Balance between owned and franchised stores

Owned stores are necessary to guarantee a healthy franchise with long-term success

We are looking for the ideal mix while we continue on this journey

Optimum Mix DIA’s Current Mix

• 41.1% Franchises • 58.9% Owned Stores

Retail track record Franchising track record

DIA has been on the “franchising journey” for a long time

81 collective years of experience in food retail franchising among the countries in which we operate.

9 years

13 years 8 years

11 years

15 years 11 years

12 years

33 years 23 years

19 years 16 years

10 years

10 years

3 years

Perishables sector in a Chinese franchise

Chinese franchise

Turkish franchise

Difficulties of newcomers

Wholesaler / Cash & Carry

• No credibility as franchisors. • Lack of know-how in marketing and

store operation. • Weak bonds with clients.

Integrated Retailer

• Strong internal resistance. • Dramatic cultural shift needed. • No fast-track.

Potential

new entrants

EUROPE Source: Franchise Europe (Food Retail)

by store number

3rd

1st

3rd 2nd

SPAIN Source: Franchise Europe (Food Retail)

by revenues

1st

1st

3rd 2nd

PORTUGAL Source: Franchise Europe (Food Retail)

by store number

1st

1st

3rd 2nd

Source: Catálogo Argentino Marcas & Franquicias (Food Retail)

by store number

1st

1st

3rd 2nd

TURKEY (Food Retail)

by store number

1st

1st

3rd 2nd

CHINA (Food Retail)

by store number

1st

1st

3rd 2nd

BRAZIL Source: Valor Econômico (Food Retail)

by store number

1st

1st

3rd 2nd

FRANCE Source: Franchise Europe (Food Retail)

by store number

5th

1st

5th

2nd

3rd

4th

DIA as a leader - Ranking

ARGENTINA

0

200

400

600

800

1.000

Q3 2010 Q3 2011 Q3 2012

0200400600800

1.0001.2001.4001.6001.8002.0002.2002.4002.6002.800

Sep-10(Year Pre Spin-off)

Sep-11(Year of Spin-off)

Sep-12(Year Post Spin-off)

Note: Sales under banner at constant exchange rates 2011

Mill

ion

Euro

s

22.1%

26.2%

29.4%

Iberian countries France Emerging countries

Growth rate % of total stores % of total sales

Significant evolution in franchising

Stores Sales

31.2%

35.7%

41.1%

DIA must continue on its “Franchising Journey”, focusing on:

• steadily opening new franchised stores. • developing new regions.

In summary

Franchising … … is the best way to run proximity stores. … at DIA is a terrific competitive advantage, as we are well ahead of our competitors.

NEXT STEPS

Thank You!

Franchising website of DIA Brazil (www.franquiadia.com.br)

Franchisee? Franchisor?

Madrid’s Stock Exchange building

Are you interested in being a…

Q & A

Coffee Break